Launch PRM technology that integrates with Microsoft Dynamics 365
The two companies will jointly market and sell Impartner PRM for Microsoft Dynamics 365, which allows users to view and manage direct and channel sales through a single pane of glass.
The Lowdown: The new offering from Impartner, provider of SaaS-based partner relationship management (PRM) software, is designed to integrate tightly with Dynamics 365, Microsoft’s line of enterprise resource planning and CRM applications. Through the integration, technology sellers gain visibility into both direct and indirect sales via a single console, while partners can log in at one place to do everything from registering deals to requesting co-op funds.
The Details: The Impartner-Microsoft integration streamlines and accelerates sales, providing:
>Insights for management of indirect sales – Channel sales teams and their indirect-sales partners can communicate 24/7 via a portal, sharing critical information. Technology sellers can clearly see their sales pipeline, using the same suite of Dynamics 365 tools for reporting and management as they do for direct sales.
>A single log-in experience for partners – Integrators, resellers, and other channel players get a personalized, one-stop-shop portal experience that allows them to register deals, access leads, request and use marketing funds, and receive updates on business goals and incentives in one place.
>Discipline for the indirect-sales channel – Impartner provides unified analytics and management tools that align seamlessly with Microsoft’s suite of tools used traditionally for direct sales.
Background: With more than 170 clients, including Avnet, CDW, Ciena, IBM, Juniper, Samsung, SAP, Trend Micro, Westcon, Xerox, and Zendesk, Impartner provides as-a-service PRM. Its software integrates with all major CRM platforms and allows technology sellers to provide their channel partners with a personalized experience, regardless of program tier.
The Buzz: “Impartner has worked tirelessly to attain the level of market success we have seen to date,” said Impartner CEO Joe Wang. “We couldn’t be more excited about this collaboration to better serve the tidal wave of demand we’ve seen from our customers, many of whom are embracing the power and flexibility of Microsoft Dynamics 365, and are looking for a proven joint solution that ensures they can be up and running quickly.”
“PRM solutions provide companies with a nerve center for managing and optimizing their channel sales ecosystem in the same way that CRM facilitates direct sales,” said Ariel Katz, general manager of Dynamics 365 for sales. “Impartner PRM provides scale for companies who increasingly turn to the indirect channel as the growth driver for their business. Impartner has developed integrations into Dynamics 365 to deliver an end-to-end solution that critically accelerates both direct and indirect sales.”
“Solutions that are out-of-the-box and can be implemented quickly are what delivers the most value to our customers,” said Nick Trotta, a systems implementation lead at NuSoft, a Microsoft Premier Gold partner. “That’s certainly the case with Impartner PRM, which we’ve recently implemented for a major communications infrastructure company. We were under an incredibly tight deadline to help this company migrate from their existing CRM to Microsoft’s solution and bring in a new PRM solution at the same time. … With Impartner, we were able to stand up the solution quickly with a combination of out-of-the-box features … and [the] flexibility to customize where necessary.”